Job Description

You will be responsible for delivering new clients in our growing territories. You are the primary point-of-contact for major accounts and are accountable for delivering at above quota sales performance in your region. You are motivated by a hunger to solve critically difficult challenges that face our clients. You develop trusted relationships at a high executive level, focusing on the strategic nature of the partnership. 
You will lead identifying and signing appropriate channel partners as well as training them on our solutions. Additionally, your credibility will guide your customers in their search to transition to a more secure online environment. You feel empowered by our product offerings - and love a technical challenge.

• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis
• Facilitate communication on strategic and tactical issues facing our clients and partners
• Maintain continuity and up-to-date knowledge of industry trends, technical developments, and governmental regulations that affect target markets
• Develop market strategies and goals for each product and service; understand the strategies, goals, and objectives of accounts
• Lead coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
• Take full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process
• Extensive domestic travel and possible International travel as necessary

Required Knowledge, Skills, and Abilities

• Exceeding sales quota as a Major or Large Account Manager, Channel Account Manager, or Territory Account Manager for a multinational company
• IT sales experience as direct contributor
• Deep understanding of channel partners and a channel centric go to market approach
• Knowledgeable in Complex Solution Sales methodology
• Have sold network infrastructure-based security appliances including but not limited to: Firewalls, SSL/IPSEC VPNs, Security Proxies and Caches
• Practical knowledge of routing and switching products installed adjacent to the Palo Alto Networks appliances
• In-depth knowledge of how specific industries might leverage security solutions